PPB April 2019

GerardSchifano Owner, The Schifano Group, Point Pleasant Beach, New Jersey Nominators: Michelle DeMayo, Hub Pen Twenty-six years ago, Schifano became a sales rep for supplier Peerless Umbrella after working as a national sales manager in the outdoor advertising industry. In 2015 he opened his multi-line rep company covering the northeast U.S. Secret to success. Over the past 26 years I have been so fortunate to have many mentors and friends who are both distributors and suppliers. I believe the most important ingredient in forming these partnerships is honesty, hustle and, most importantly, reliability. How distributors can help. Distributors have always played a huge role in the success of our business. Having their finger on the pulse every year helps our supplier partners in bringing the correct and pertinent products to market. Biggest challenge. Price fluctuation. The tariffs have virtually changed the way our industry has brought product to market. Customers are now encouraged to use online capabilities like websites and social media to view goods and services. Suppliers are still printing catalogs with images and description of items, but because the pricing fluctuates frequently during the year, pricing is no longer available in printed catalogs. What he wants distributors to know. For the most part, distributors are extremely knowledgeable about who we are and what we do. That being said, most multi-line reps represent more than four or five companies. Each company that we represent must be shown an equal amount of time to represent them correctly. I wish more distributors would allow more time to represent each of the companies. Alternate career. College basketball coach. About Gerard. “ I consider him a mentor and he makes learning easy. He is a class act and it shows through his generosity and going the extra mile. He is always willing to share his sales secrets and his success, and he mentors me with his professionalism, sales ideas, tactics and other strengths. He is setting a high standard for others to follow.” – Michelle DeMayo Most multi-line reps represent more than four or five companies. Each company that we represent must be shown an equal amount of time to represent themcorrectly. —Gerard Schifano Best Multi-Line Reps 2019 | FEATURE | APRIL 2019 | 57